Content is not King
Tuesday, 6 May, 2014
Content is not King

Do you know the point in the buyer’s journey that they read your content? Is it when the assistant hands her boss a stack of articles to help him prepare for a meeting?

How Do Decisions Get Made?
Tuesday, 6 May, 2014
How Do Decisions Get Made?

As I venture outside the field of sales I have been meeting . . .

Selling for the Banking Industry
Tuesday, 6 May, 2014
Selling for the Banking Industry

Banks sell very similar products. Of course each bank has its own special sauce, but overall…

INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?
Tuesday, 6 May, 2014
INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?

Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.

How Sales, Marketing and Social Can Facilitate the Decision Path
Tuesday, 29 Apr, 2014
How Sales, Marketing and Social Can Facilitate the Decision Path

Unfortunately sellers end up closing a small fraction…

How do you buy? Steps in a buying decision
Tuesday, 15 Apr, 2014
How do you buy? Steps in a buying decision

People are getting confused about the terms buying decision journey, buying path,..